The Pipeline
AUGUST 27, 2019
By Tibor Shanto. Ask most salespeople what their time is worth, or if they value their time, and they respond in the affirmative. But as is often the case, the observable behaviour says something different. Not only do they seem to not worry about how they use time, but many also seem to go out of their way to waste it. I’ve started asking salespeople “What’s your time worth?
SBI Growth
AUGUST 27, 2019
It is well-documented that CMOs now need to be revenue generators. Gone are days of being primarily measured on brand reach and field marketing events. The modern-day CMO works with the CRO in driving revenue and making the number. However, in.
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The Sales Heretic
AUGUST 27, 2019
It’s not too late: To thank someone. To apologize. To start over. To change direction. To follow up with your buyer. To learn something new. To go somewhere you’ve always wanted to go. To ask for help. To get certified To find your passion. To give a compliment. To face your fears. To be happy. [.].
MTD Sales Training
AUGUST 27, 2019
Many of us have been there. The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received…. Then….Wham! Something goes wrong! The laptop freezes. The demonstration falls apart. A member of the buyer team asks a question that you can’t answer. Whatever it is, it throws a spanner in the works and you struggle to cope.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
The Sales Hunter
AUGUST 27, 2019
If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. Far too many prospecting events are nothing but a bunch of salespeople hanging out together trying to sell each other. Whether it’s an industry networking event, a local business open house, or a chamber of commerce event, they are typically a huge waste of time.
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Vainu
AUGUST 27, 2019
It's an understatement to say that there's no shortage of information on pretty much any company in the world today. However, as we all know–quality beats quantity almost every time. To draw reliable insights from company data and subsequently boost sales performance, salespeople must a) have easy access to the data most relevant to them, and b) be sure that the data they're acting on is accurate and up to date.
Nimble - Sales
AUGUST 27, 2019
One of the biggest challenges for salespeople is figuring out a way to close more deals faster. Getting prospects to respond on time, pay invoices on time, or sign contracts to get projects off the ground is often slow and tedious. This only leads to project delays and subsequently, worse cash flow. However, it doesn’t […]. The post Nimble CRM Integrations: 5 Tools For Closing Deals Faster appeared first on Nimble Blog.
SBI
AUGUST 27, 2019
It’s 2019, Still Segmenting and Planning in Excel? I shared an earlier post on LinkedIn about the necessity of fast-growing companies to switch their go to market (GTM) plans to stay in sync with their growth stage. What worked at one stage may not work at the next. The customers you served in the past may no longer be the right fit for you, or your product may have evolved to meet the needs of a different customer tier.
Zendesk Sell
AUGUST 27, 2019
Your company has a serious problem. Customers are leaving left and right, taking streams of revenue with them. You can’t figure out what’s going on — your product/service receives great reviews, your sales team is qualifying prospects every day, and people are reading the material sent by marketing. Your company might have all the right elements to be successful, but if you’re not investing time and effort into relationships with potential/current customers, you can kiss their business goodbye.
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Close.io
AUGUST 27, 2019
A predictive dialer makes selling so much more exciting, doesn’t it? Sales teams that have it, have superpowers of sorts —they can close more sales, can reach a wider audience and don’t have to worry about wasting time listening to voicemails or busy tones when making outbound calls. Isn’t this what every sales team is after? You betcha! It's for this and many other benefits, that having a predictive dialer is on the mind of most sales teams.
Partners in Excellence
AUGUST 27, 2019
I wrote, “Improving Sales Performance Without Changing How You Sell.” Readers started responding, “This is great, where do we start?” Here are some thoughts: “One size fits all:” Too often, we have a “one size fits all” approach to performance improvement. We focus on one thing, for example prospecting or pipeline coverage, and inflict this on the entire organization.
SalesProInsider
AUGUST 27, 2019
“Sales” Is Not a Dirty Word. I had a very strict Catholic mother and any swear word uttered by me or one of my 5 siblings was quickly followed by the taste of a bar of soap she put in our mouth. I share this because I know dirty words are bad…and lead to distasteful consequences. But the word “sales” is not one of those words! Perceptions about Salespeople Need to Evolve.
The Center for Sales Strategy
AUGUST 27, 2019
What does the term work-life balance mean to you? The standard definition for most of us is the time we allocate to work versus the time allocated to everything else, such as family, personal pursuits, social, and leisure activities. According to HubSpot Research , one-third of salespeople say their job negatively affects their personal life, and one-half admit they need to improve their work-life balance.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Pipeliner
AUGUST 27, 2019
About Pro. Dr. Fredmund Malik: Fredmund Malik is an Austrian economist with a focus on management science and the founder and chairman of a management consultancy (Malik Management) in St. Gallen. Malik applies systems theory and cybernetics to analyze and design management systems. From 1974 to 2004 he was teaching at the University of St. Gallen, where he is a titular professor for general management, leadership, and governance.
Miller Heiman Group
AUGUST 27, 2019
Buyers demand more from sellers than ever before—and that’s just as true in manufacturing as it is for other industries. As the process buyers use to make purchase decisions continues to evolve, manufacturers need to change how they find and engage with the right buying influences. With an average of six or more decision-makers in each deal, sellers must then be able to speak intelligently to each of their unique needs.
Pipeliner
AUGUST 27, 2019
The Grass-Roots Shared Economy. There are readers and followers of myself and my company that are undoubtedly wondering why we are making such a radical transformation in our business model. Instead of hiring mere “employees” throughout the world to sell our product and paying them as such, we’re partnering with people and, when they sell, actually sharing with them a healthy portion of whatever they make.
Mindtickle
AUGUST 27, 2019
The concept of dieting has been the target a lot of criticism over the last 10 years as experts expounded that drastic regimes aimed at quick weight loss don’t work well. Their research indicated that people eventually come off the diet and end up gaining back whatever pounds they lost. Instead, the experts and researchers say, it’s better to make the commitment to a healthy lifestyle.
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Sales Evangelist
AUGUST 27, 2019
Sales From The Street - "Think Like A Large Company CEO" Vicki Antonio is a business consultant and a life coach who helps small business owners think like a large company CEO. This is a result of her journey of knowing what her purpose in life is. She started working when she was 13 years old and she found herself having a pattern of working with startups.
Troops
AUGUST 27, 2019
We’ve discussed this in previous posts, but the average discovery meeting costs over $700. In some enterprise environments, this number is a lot higher. This means it’s critical for your team to be doing the things they are supposed to in order to maximize these at bats. We all know that doing your research before an initial meeting is important, but how many of your reps are actually doing more than a cursory glance at a LinkedIn profile?
Close
AUGUST 27, 2019
A predictive dialer makes selling so much more exciting, doesn’t it? Sales teams that have it, have superpowers of sorts—they can close more sales, can reach a wider audience and don’t have to worry about wasting time listening to voicemails or busy tones when making outbound calls.
Mindtickle
AUGUST 27, 2019
The concept of dieting has been the target of a lot of criticism over the last 10 years as experts expounded that drastic regimes aimed at quick weight loss don’t work well. Their research indicated that people eventually come off the diet and end up gaining back whatever pounds they lost. Instead, the experts and researchers say, it’s better to make the commitment to a healthy lifestyle.
Advertiser: ZoomInfo
Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
Showpad
AUGUST 27, 2019
TRANSFORM, the world’s largest Sales Enablement conference, is just around the corner. If you’ve never attended TRANSFORM or if you’ve joined us before, you can expect a day-and-a-half of networking with and hearing from the most innovative minds in the Sales Enablement space. Here are some FAQs and helpful links that will take you one step closer to joining the world’s largest Sales Enablement conference. .
Troops
AUGUST 27, 2019
We’ve discussed this in previous posts, but the average discovery meeting costs over $700. In some enterprise environments, this number is a lot higher.
Guru
AUGUST 27, 2019
We know you’re a super busy person, and that's why we created the Definitive Product Launch Checklist to help you master the art of the new feature announcement. Whether it’s work, mind, body, or soul, we’ve got you covered.
Xvoyant
AUGUST 27, 2019
By Bryan Jeppsen. 4 min read. I enjoy playing golf, but I am not a very good player. I have a pretty nice set of golf clubs, but I don’t get out to play much. The good thing is I don’t stress too much about my score, and I just enjoy playing the game. Recently, a TopGolf opened near the Xvoyant office, and together I and two coworkers bought a summer pass that we could share.
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
Mindtickle
AUGUST 27, 2019
The concept of dieting has been the target of a lot of criticism over the last 10 years as experts expounded that drastic regimes aimed at quick weight loss don’t work well. Their research indicated that people eventually come off the diet and end up gaining back whatever pounds they lost. Instead, the experts and researchers say, it’s better to make the commitment to a healthy lifestyle.
Funnel Clarity
AUGUST 27, 2019
Demos are not dollars. Product demos and free trials are a great way to bring in leads, however, converting those leads into paying customers is no easy feat. According to a study by Totango, only about 15-25% of SaaS companies convert free users to paying subscribers.
Artesian Solutions
AUGUST 27, 2019
LONDON, England, August 27, 2019 – Artesian Solutions, the powerful technology for client facing commercial teams, designed to accelerate revenue growth by helping create deeper and more meaningful B2B relationships, is once again set to host the ‘ Brain of the City ’ Quiz for this year’s Lord Mayors Appeal City Giving Day. Following the success of last year’s event, in which tickets sold out in record time, Artesian along with partners Pinsent Masons and RSA Group
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